Tag Archives: Adaptation

The new article in the top-tier publication Industrial Marketing Management – IMM by Dr. Paul Viio and Professor Christian Grönroos, the Legend of Marketing, on value sales and how the buyer-seller relationship orientation affects the adaptation of the sales processes to the buying processes is now available. Highlights of the study: This study focuses…

The new article in the top-tier publication Industrial Marketing Management – IMM by Dr. Paul Viio and Professor Christian Grönroos – the Legend of Marketing – on value-based sales process adaptation in a B2B context is now available. Highlights of the study: This study focuses on understanding how business firms adapt their sales processes. The findings reveal how…